Wednesday, August 26 | 11:00 a.m. – 11:45 a.m. E.T.

As a result of the pandemic, sales professionals are challenged to build trust with their clients in the virtual selling environment. Ignoring the new virtual standards can quickly take the joy out of sales. Customers are far more skeptical of buying in this format, and sellers must develop a new set of skills to not only connect but engage. They must move their clients to perceive them as a trusted advisor. Becoming a trusted advisor requires that sellers understand how they will be evaluated in a virtual format. This includes how we look, what we say, how we say it and what we do. In this session, we will look at what we can do to impact trust in six specific areas and demonstrate what sales professionals need to do on camera to make a strong impact.

During this talk, Rick Gallegos – president and chief executive officer of Dale Carnegie Tampa Bay – will share specific ways Dale Carnegie recommends building trust in the virtual environment and address how we can impact our customers with both our verbal and visual cues. A few participants will get to practice these techniques with live coaching to elevate their performance. This will be a fun, engaging and informative session!

This interactive session will provide easy-to-understand insights on:

  • How congruency builds trust.
  • The four stages of gaining stakeholder trust.
  • Compensating for lack of body language with tone.
  • Speaking to the webcam the fourth wall.

View the full agenda.


Rick Gallegos, President/CEO Tampa Bay, Dale Carnegie Tampa Bay
Rick Gallegos is president and chief executive officer (CEO) of Dale Carnegie Tampa Bay, presenters of Dale Carnegie Training. Under his leadership, Dale Carnegie Tampa Bay has been ranked No. 1 in growth in quality numerous times out of Dale Carnegie’s 176 locations. His office received the Rock Star award from Franchise Business Review as the No. 1 franchise for 2017. Dale Carnegie Tampa Bay also received the Small Business of the Year Award from the Greater Tampa Chamber of Commerce.

Rick specializes in developing action plans for a wide range of individuals and organizations committed to growth in a competitive economy. He was educated at Florida State University and is a trainer in all Dale Carnegie courses. He currently resides in Tampa, Florida and considers it a privilege to serve the business community in Hillsborough, Pinellas, Pasco and Hernando counties. Testimonials include such prestigious business partners, such as Orange Theory Fitness, TD Bank, Tri-City Electrical, Grow Financial and Tampa Bay Lightning.

Rick developed and wrote one of Dale Carnegie & Associates’ most successful one-day seminars entitled, “How to Cold Call and Build New Customers.” He wrote a sales management program titled, “Sales Leadership Excellence.” His newest program is called “Virtual Selling: How to Build Relationships Online.”

Rick is the past chairman of the CEO Council of Tampa Bay and serves on the board of directors of the Tampa Chamber of Commerce. He was elected for a two-year term as president of the Dale Carnegie International Franchise Association in 2007 and has done work on all four continents, representing franchises in Asia, Latin America, Europe and North America.